Scoring Performance Measurement

A lead scoring system must be measured by outcomes, not by activity. The question is not "did we score the leads?" The question is "did the scoring system improve prioritization, conversion rates, and revenue efficiency?" If high-score leads convert at 3x the rate of low-score leads, the scoring system is working. If the conversion rates are similar across score tiers, the model is not differentiating — and needs to be retrained or redesigned.

Lead Scoring Performance Dashboard

Metric                          Target    Actual    Status
──────────────────────────────  ────────  ────────  ──────
Tier 1 → SQL Conversion Rate   40%+      44%       ✓
Tier 2 → SQL Conversion Rate   20-30%    26%       ✓
Tier 3 → SQL Conversion Rate   10-15%    18%       ⚠ Threshold may be too low
Tier 4 → SQL Conversion Rate   < 5%      3%        ✓

Tier Separation Ratio (T1/T4)  8x+       14.7x     ✓ Strong differentiation
MQL → SQL Overall              25-40%    31%       ✓
Avg Days to SQL (Tier 1)       < 3       2.1       ✓
SLA Compliance (Tier 1)        95%+      88%       ⚠ Follow-up gap

Revenue Efficiency:
  Revenue from Tier 1 leads:    62% of total (24% of volume)
  Revenue from Tier 2 leads:    28% of total (35% of volume)
  Revenue from Tier 3-4 leads:  10% of total (41% of volume)